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Preempt the Objection, "Not Interested." Strategy 1 of 5

Objection 1 of 85: Not interested . When does it usually occur? Initial contact. Probable Cause: Prospect does not believe a need exists. Objective: Establish a need. Preemption Strategy one of five: We just reviewed six ways to Prevent this objection. Now let's start looking at ways to Preempt it. The prospect is "not interested" because they don't see a need for what you're selling. Early in your interaction, draw the prospect's attention to a problem they would logically have that your Unique Selling Points (USPs) solve. Optionally, you could bring up a way your USP could help them achieve some goal related to their decision-making role. If the problem is common enough, you could build it into your opening remarks. For example, "The reason I'm calling is to let you know that our company solved the costly and critical issues related to ________ (USP problem). Using the example from previous blogs: F eature: Plastic material A dvan

Prevent the Objection, "Not Interested." Strategy 6 of 6

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Objection 1 of 85: Not interested . When does it usually occur? Initial contact. Probable Cause: Prospect does not believe a need exists. Objective: Establish a need. Prevention Strategy six of six: Work with your Marketing Department to lay the prevention strategy foundation by identifying in your literature problems only you can solve with your Unique Selling Points (USPs). The more your materials can address potential objections, the better. There are different types or styles of competitor analysis. Work with Marketing to conduct competitor analysis using the four-box type developed explicitly for sales. This type is not the popular SWOT analysis. The sales type competitor analysis tells you specifically the objections you will get (spoken or not). It will tell you how to handle each objection. It will tell you the Unique Selling Points that will prevent, preempt, and respond to each unanswerable objection. It will provide you with the information you need to handle pr

Prevent the Objection, "Not Interested." Strategy 5 of 6

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Objection 1 of 85: Not interested . When does it usually occur? Initial contact. Probable Cause: Prospect does not believe a need exists. Objective: Establish a need. Prevention Strategy five of six: Always address commonly known problems your Unique Selling Points (USPs) can fix that are often faced by decision-makers in similar roles. This will bring the need to their attention. Talk about what's missing (the problem) that your USPs can provide. When you use a search engine online, you usually include the problem or symptom descriptions in your search string. Use this same thought process when you're helping the decision-makers you typically call on to help them find the needs they might not even know they have. Let's return to our ultra-simple example to illustrate this point. F eature: Containers made of plastic A dvantage: won't rust B enefit: eliminate hard to clean rust stains, cost of replacement barrels, and unsightly products sitting on the shelf. If you sell

Prevent the Objection, "Not Interested." Strategy 4 of 6

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Objection 1 of 85: Not interested . When does it usually occur? Initial contact. Probable Cause: Prospect does not believe a need exists. Objective: Establish a need. Prevention Strategy four of six: Ask about the missing Advantages and Benefits that your Unique Selling Point (USP) Feature provides. Ask about the costs associated with not having them. Connect your USP Feature that provides the solution to its Advantages and Benefits that fill the need. For example, from Blog # 14 FAB - The Persuasive Language of Selling: F eature – Containers made of plastic A dvantage – Won't rust B enefit – Lowers maintenance and replacement costs caused by rust. After completing your brief initial research, you find out that the prospective customer uses metal containers that rust (see their product on the resellers' shelves, ask other customers who use metal containers, look them up online, etc. Now you can ask the questions that establish the need (gap): How many container

Prevent the Objection, “Not Interested.” Strategy 3 of 6

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Objection 1 of 85: Not interested . When does it usually occur? Initial contact. Probable Cause: Prospect does not believe a need exists. Objective: Establish a need. Prevention Strategy three of six: Use your Unique Selling Point (USP) Features to call your prospect’s attention to solutions (Advantages and Benefits) they would want or need, oriented toward their decision-making role.  For example, you might say on initial contact, “The reason I’m calling is that I’d like to get you some written information about how our company has solved some costly and critical issues related to ___, ___, and ___ (USPs). Is now a good time to quickly verify some information (slight pause), or do you want to set a phone appointment for later today?” Resources: This blog's content comes from Chapter 6: Strategies Specific to Each Objection in the Objection Free Selling book. See blog #8 related to how to conduct a Competitor Analysis to identify the objections you'll get, how

Prevent the Objection, “Not Interested.” Strategy 2 of 6

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Objection 1 of 85:  Not interested . When does it usually occur? Initial contact. Probable Cause: Prospect does not believe a need exists. Objective: Establish a need. Prevention strategy two of six:  During your pre-call planning step, during your sales interviews look for information that would suggest an obvious need you can fill that your competitor cannot. Let your Unique Selling Points (USPs) guide your exploration. Use those areas as your topics of conversation. Research the prospect's products and services:  How can your USPs make them better? How can you competitively advantage them? Research the prospect's critical processes: How can your USPs impact how they make their money? Map their workflow processes to identify how you can help them increase profitable revenues, decrease costs, strengthen image, and reduce risks.  Research the prospect's business plan: Uncover how your USPs can support their strategic initiatives, goals, MBOs, buying cycles, and so on. M

Prevent the Objection, “Not Interested.” Strategy 1 of 6

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Objection 1 of 85: Not interested . When does it usually occur? Initial contact. Probable Cause: Prospect does not believe a need exists. Objective: Establish a need. Prevention Strategy one of six: A need is a gap between where the prospective customer is now and where they want to be, or it is the gap between a problem and a solution. Therefore, the overall strategy is to establish needs by creating the gaps. The needs you want to establish are those met by your Unique Selling Points (USP). Consider what your USP does; the function it performs. If this function is not being performed, what do you see (or not see)? What does not having this function performed the way your USP can perform it, cost the customer?  Lead them with questions so they can discover they don’t have your USP and because they don’t have that function performed, it costs them real money out of a real budget. Resources: This blog's content comes from Chapter 6: Strategies Specific to Eac